We're going to do it ourselves

Please post your response(s) to: "We're going to do it ourselves."

Considering the value of your time wouldn't you actually be losing money by doing it yourself compared to what it would cost to hire a professional?

The only reason a prospective client says, "we're going to do it ourselves" is because they don't see the value in outsourcing it.

When the salesperson makes it their job to demonstrate value throughout the meeting, this objection will not occur. However.....on the odd occasion that you don't take the opportunity to demonstrate value, try asking

"What part of (the service you offer) do you enjoy the most?"

Once the prospective client has shared what s/he enjoys the most about (the service you offer) you can demonstrate how your knowledge is the missing link.

-Terri

Quote:

Originally Posted by Terri

The only reason a prospective client says, "we're going to do it ourselves" is because they don't see the value in outsourcing it.

When the salesperson makes it their job to demonstrate value throughout the meeting, this objection will not occur.

That's not the only reason. Some people try to fix problems with familiar resources. With these people you could demonstrate value until you're blue in the face but it wouldn't help.

I think that you have to show why it is a bad idea without saying that. I think you say great i think i can show you some things that might help you do it yourself. Then you show them how much it is going to cost and the time involved and they might switch their mind. And if they don't they will come back to you next time.

We're going to do it ourselves

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